POPULARITY
5 episodes with xaas
4 episodes with xaas
4 episodes with xaas
2 episodes with xaas
2 episodes with xaas
2 episodes with xaas
4 episodes with xaas
2 episodes with xaas
2 episodes with xaas
Efter att vi rett ut skillnaden på ett flygplan och ett däggdjur så snackar vi om att Anton nu hostar massa tjänster på en VPS hos Hetzner, singel singel, XaaS-förvirring, magi, nån typ av brandvägg och att tilltalas av praktik. Dessutom en Shakespearsk historia i tre akter, att klicka sig fram, 2+ namnet Coolify och mycket annat. Om du gillar podden blir vi väldigt glada för en liten recension i iTunes eller en prenumeration på Spotify. Följ oss och säg hej på @asdfpodden på Instagram
Profitable growth companies have 12% higher net revenue retention than their peers. Better customer data allowing companies to predict churn, which can drive churn rates below 10%. Renewals are the conduit to profitable revenue growth. Alexander Group sees the leaky bucket syndrome, where companies have a lot of new bookings, but the revenue growth they see is not where they expect it to be because they have a churn problem. Luke Mraz and Elena Ryan of the Alexander Group share the latest trends and best practices from our recent research on renewals for XaaS organizations.
In this episode of CLARITY.SHOW podcast host Sergey Yermakov talks with Axel Vetter, Head of Product Marketing at SAP, about how technology is boosting business efficiency and enhancing customer experiences. They explore how SAP is making it easier for people to interact with their ERP systems and improve day-to-day operations. Axel introduces SAP's new tool, Joule, which helps companies make faster decisions by providing real-time insights. He shares practical examples, like predicting when customers might delay payments and automatically matching invoices, showing how SAP gives businesses the flexibility to find the best tech solutions for their needs. Our guest - Axel Vetter, Head of Product Marketing at SAP. ► Subscribe to the CLARITY.SHOW Podcast Channel In this podcast, the CLARITY team explores key best practices that are enabling businesses to achieve greater efficiency and better business outcomes. In each episode, we meet with thought leaders and share insights that help businesses streamline quoting, pricing, and sales processes, monetize services with a subscription model, generate a recurring revenue stream, and drive XaaS transformation. Follow us here: Website: https://clarity.cx/clarity-show/
Never run out of ink - that is the promise of HP Instant Ink. This promise attracts millions of customers worldwide. Shuchir Bhatia, Global Product Manager for HP Instant Ink takes us on a journey to discover how HP runs this proposition on a global scale. Shuchir explains why HP chose a Pay-per-Month over a Pay-per-Use (or Pay per Page) plan and how the ink and the printer play together for HP Instant Ink. Connectivity is key, also for fraud protection. Additionally, we get insights into regional adaptation parameters and the go-to-market interfaces with the local sales organisation. This episode is the second in the series PaaS Decoded, 16 conversations about the fine details of product-as-a-service.
In this episode, Bert van Son, founder and spokesperson of MUD Jeans, presents the Lease-a-Jeans proposition. Launched already in 2013, this proposition is a key instrument for closing the loop. Bert shares the reasoning behind the proposition and explains major elements of it, like the one-time fee as a means to improve cash-flow. Moreover, we address key aspects and challenges of the circular economy , like the use of non-virgin material, the role of taxation on resources and labour, and the importance of a passion-driven brand. This episode is the first in the series PaaS Decoded, 16 conversations about the fine details of product-as-a-service.
In der finalen Folge der Staffel „Everything as a Service“, präsentiert von Lenovo mit Unterstützung von Intel, tauchen wir mit unserem heutigen Gast Christoph Weber (Lenovo) noch einmal detailliert in einen spannenden Use-Case der Aichelin Group ein. Anhand des Fallbeispiels zeigt uns Christoph die verschiedenen Ansprüche und die Anpassungsfähigkeit einer IT-Infrastruktur als Service auf.
Wir befinden uns in der zweiten Folge des Themenschwerpunktes „Everything as a Service“ weiterhin präsentiert von Intel in Kooperation mit Lenovo. Unser Gast Roland Sagan (Lenovo) stellt uns heute diverse Use-Cases von „Everything as a Service“ vor. Anhand dieser erklärt er uns, wo die Anwendungsgebiete, die Probleme und der Mehrwert darin besteht, sich von Experten im IT-Bereich unter die Arme greifen zu lassen.
Mit der ersten Folge des neuen Schwerpunkts „Everything as a Service“ (XaaS), präsentiert von Intel mit der Unterstützung von Lenovo, tauchen wir in die interessante Welt der IT-Infrastruktur und deren Nutzungsmodelle ein. Gemeinsam mit unseren Gästen Timo Böttcher und Marion Weiß sprechen wir über die aktuelle Trendwende in der Nutzung und dem Kauf von Hardware, Cloud-Diensten und Storage. Reinhören lohnt sich!
In this episode we are looking at the challenges AI technology faces when it comes to becoming, and then remaining sustainable.The benefits of AI are unquestionable: from improved medical assistance and increased efficiency in the workplace, to autonomous transportation and next-level gaming experiences. But the more expansive the abilities of AI become, the more data storage that's required. That data storage uses a lot of energy. In fact, it has been predicted that AI servers could be using more energy than a country the size of the Netherlands by 2030. For HPE Chief Technologist, Matt Armstrong-Barnes, the rate at which AI has grown in recent years has had an environmental impact, and he believes that's down to people rushing into training large language models without thinking about longevity, or the need for future change. And that, in turn, has led to data being stored that is no longer needed. The sustainability issue is something that is also a main focus of Arti Garg, Lead Sustainability & Edge Architect in the office of the CTO at Hewlett Packard Enterprise. Like Matt, Arti has kept a keen eye on the exponential growth of AI data storage and the effect that is having on the environment, and agrees that the key to a more sustainable future is in how we train models. However, whilst training models well is important, the tech itself is a key component in more efficient AI. Shar Narasimhan is the director of product marketing for NVIDIA's data center GPU portfolio. He believes that a combination of openly available model optimisations and chipsets, CPUs, GPUs and intelligent data centers optimised for AI is a key piece of the puzzle in avoiding energy wastage, and making AI more sustainable all round.Sources and statistics cited in this episode:Global AI market prediction - https://www.statista.com/statistics/1365145/artificial-intelligence-market-size/#:~:text=Global%20artificial%20intelligence%20market%20size%202021%2D2030&text=According%20to%20Next%20Move%20Strategy,nearly%20two%20trillion%20U.S.%20dollars.AI could use as much energy as a small country report - https://www.cell.com/joule/fulltext/S2542-4351(23)00365-3?_returnURL=https%3A%2F%2Flinkinghub.elsevier.com%2Fretrieve%2Fpii%2FS2542435123003653%3Fshowall%3DtrueIndustry responsible for 14% of earth's emissions - https://www.emerald.com/insight/content/doi/10.1108/JICES-11-2021-0106/full/htmlNumber of AI startups - https://tracxn.com/d/explore/artificial-intelligence-startups-in-united-states/__8hhT66RA16YeZhW3QByF6cGkAjrM6ertfKJuKbQIiJg/companiesAI model energy use increase - https://openai.com/research/ai-and-computeEuropean Parliament report into AI energy usage - https://www.europarl.europa.eu/RegData/etudes/STUD/2021/662906/IPOL_STU(2021)662906_EN.pdf
Aktuell gibt es viele Gespräche und auch Piloten zu Service-Portalen oder Service Marktplätzen , die sich verstärkt dem Thema der Subscriptions und dem XaaS Gedanken annehmen. Ich freue mich daher sehr, dass ich mich im elften Austausch mit Robert Sieber, dem Geschäftsführer von MSP Support, genau über dieses Thema austauschen konnte. Robert bringt dabei auch seine spannenden Erfahrungswerte als CIO ein. Wir schauen auf die folgenden Themen: Die Einführung von Self-Service-Portalen Die Unterscheidung von Störungen und Service Requests B2B-Shops und Einkaufsplattformen als Vorstufe zu Marktplätzen Engpässe und Herausforderungen für Service Provider Die Usability und User Experience als Herausforderung für den Anbieter Internes Einsatzgebiete und interner Nutzen eines Portals ----------------------- Und hier einige Links, wenn Ihr mehr über Robert Sieber wissen möchtet: >> http://www.msp-support.de >> https://www.linkedin.com/in/robertsieber/ >> Podcast: http://www.different-thinking.de ----------------------- Und mehr von Olaf Kaiser: www.linkedin.com/in/olafkaiser/ www.olaf-kaiser.coach/ www.ubega.de Direkt einen kostenfreien Termin mit Olaf buchen https://bit.ly/allgemeinen-termin-buchen
Revolutionizing Quote-to-Cash: AI, Sustainability, and the Future of Industry - this podcast episode provides a deep dive into how AI is reshaping industries by enhancing efficiency, automating complex processes, and contributing to sustainability efforts. Sergey Jermakov, Stefan Weisenberger and Chelsea Ramage share their insights and practical advice for organizations looking to leverage AI for competitive advantage and operational excellence. Our guests: Stefan Weisenberger, Global VP, Head of Industry Business Unit Process Industries & Natural Resources and Chelsea Ramage, Solution Manager, Industry Business Unit, Mill Products & Mining at SAP ► Subscribe to the CLARITY Quote-to-Cash Podcast Channel here: @clarity1707 In this podcast, the CLARITY team explores key best practices that are enabling businesses to achieve greater efficiency and better business outcomes. In each episode, we meet with thought leaders and share insights that help businesses streamline quoting, pricing, and sales processes, monetize services with a subscription model, generate a recurring revenue stream, and drive XaaS transformation. Follow us here: Website: https://clarity.show
How SAP Enterprise Architecture Framework creates Solutions roadmap that addresses digital transformation needs - unlock the secrets of aligning business goals with technology in the latest episode of the CLARITY Quote-to-Cash podcast. Together with Karina Mihalevich and René de Daniel dive deep into the SAP Enterprise Architecture Framework, its cornerstones, and its real-world applications. Don't miss out — delve into this conversation to discover how to drive innovation and business success Our guest: René de Daniel, Principal Enterprise Architect at SAP. Rene de Daniel is a Principal Enterprise Architect of the Business Transformation Service in Switzerland. His focus is on transformation programs in the pharmaceutical industry while acting as an enterprise architect. Beside EA mentoring services he is also offering ad-interim management of EA teams to SAP customers. As a co-author and trainer he is delivery the SAP Intelligent Enterprise Architecture Training (IEA10) to customers, partners and within SAP. ► Subscribe to the CLARITY Quote-to-Cash Podcast Channel here: @clarity1707 In this podcast, the CLARITY team explores key best practices that are enabling businesses to achieve greater efficiency and better business outcomes. In each episode, we meet with thought leaders and share insights that help businesses streamline quoting, pricing, and sales processes, monetize services with a subscription model, generate a recurring revenue stream, and drive XaaS transformation. Follow us here: Website: https://clarity.show LinkedIn: / clarityg. References EA Tool: SAP Signavio Process Explorer https://www.signavio.com/products/pro... Community Blogs: SAP Enterprise Architecture Framework https://groups.community.sap.com/t5/e... SAP Enterprise Architecture Training https://groups.community.sap.com/t5/e... Get Your Enterprise Architect Skills Certified to Boost Your Career https://groups.community.sap.com/t5/e... Certification Program: SAP Certified Professional - SAP Enterprise Architect https://learning.sap.com/certificatio...
Welcome to IoT Coffee Talk #178 where we have a chat about all things IoT over a cup of coffee or two with some of the industry's leading business minds, thought leaders and technologists in a totally unscripted, organic format. Thanks for joining us. Sit back with a cup of Joe and enjoy the morning banter.In this week's episode, Rob, Bill, Steve, Marc, and David jump on Web3 to talk about:* About the Las Vegas Sphere thing. It's really awesome but getting back to the strip is a nightmare.* F1 Las Vegas - a good thing or a raw deal?* Should you follow your passion or do you really suck at painting?* What happens when you mix football with Ex-Lax?* At some point there is a tie back to IoT, LOL!!!* IoT Coffee Talk literally devolves into Sports Center!* XaaS in IoT. Will it work? Who is it for? (Finally 22:20)* Let's talk business model and cost structures for XaaS for IoT!It's a great episode. Check out the whole thing. You will get all you need to survive another week in the world of IoT and greater tech!Great ready to get real!Tune in! Like! Share! Comment and share your thoughts on IoT Coffee Talk, the greatest weekly assembly of Onalytica and CBT tech and IoT influencers on the planet!!Thanks for listening to us! Watch episodes at http://iotcoffeetalk.com/. Your hosts include Leonard Lee, Stephanie Atkinson, Marc Pous, David Vasquez, Rob Tiffany, Bill Pugh, Rick Bullotta and special guests. We support Elevate Our Kids to bridge the digital divide by bringing K-12 computing devices and connectivity to support kids' education in under-resourced communities. Please donate.
In this insightful session, we're joined by Matthias Hirsch, a seasoned Product Manager at SAP, who brings a wealth of knowledge in integrating AI into sales processes. Today we unveil the innovative SAP Intelligent Product Recommendation system, a game-changer in the sales domain, especially for complex products. Whether you're a professional in the tech industry, a sales expert, or simply intrigued by the evolving role of AI in business, this episode offers valuable perspectives and insights into the future of sales technology. Our guest: Matthias Hirsch, Product Manager in Customer Experience & Industries at SAP. ► Subscribe to the CLARITY Quote-to-Cash Podcast In this podcast, the CLARITY team explores key best practices that are enabling businesses to achieve greater efficiency and better business outcomes. In each episode, we meet with thought leaders and share insights that help businesses streamline quoting, pricing, and sales processes, monetize services with a subscription model, generate a recurring revenue stream, and drive XaaS transformation.
We're LIVE for Episode 10 of the MI&S Hot Desk Podcast, talking about Adobe MAX, Box Works, Avaya's customer journey, Cisco WebexOne, and Hot or Not? A not-quite-freemium XaaS model. Adobe MAX https://www.forbes.com/sites/moorinsights/2023/11/02/adobe-highlights-ai-powered-creativity-and-content-supply-chain-at-adobe-max/ BoxWorks https://x.com/MelodyBrue/status/1715055613825126703?s=20 https://www.youtube.com/watch?v=FNYZ9g9yY0Q Avaya's “Choose Your Journey” Strategy https://www.forbes.com/sites/moorinsights/2023/07/21/avaya-ceo-theres-not-a-company-in-this-space-id-trade-balance-sheets-with/?sh=5607a1016eda https://www.avaya.com/en/about-avaya/newsroom/pr-us-230501/ https://events.avaya.com/intl-ev-gitex?CTA=24CLD-EMEA-GTX-EM&TAC=24CLD-EMEA-SIGN-EM Cisco WebexOne https://www.webexone.com/ https://x.com/MelodyBrue/status/1717181509390729704?s=20 Hot or Not? “No-Additional Cost” Features Webex contact center basic https://investor.cisco.com/news/news-details/2023/Cisco-Unveils-Webex-AI-Strategy-at-WebexOne/default.aspx Zoom Companion AI https://www.forbes.com/sites/moorinsights/2023/09/08/zoom-unveils-new-ai-companion-features/?sh=7ac668464af0 Microsoft Windows 11 AI Features https://www.forbes.com/sites/moorinsights/2023/09/27/microsoft-aims-to-bring-ai-to-life-with-a-unified-copilot-experience/?sh=1f56d9335e0b Canva - Free for Classrooms https://mashable.com/article/canva-launches-classroom-ai-tools?utm_source=www.joinsuperhuman.ai&utm_medium=newsletter&utm_campaign=apple-s-big-ai-push-siri-music-messages-and-more Disclaimer: This show is for information and entertainment purposes only. While we will discuss publicly traded companies on this show. The contents of this show should not be taken as investment advice.
Gościem dzisiejszego odcinka jest Bogusz Pękalski! Porozmawialiśmy o tym:Jak wygląda historia Bogusza,Dlaczego warto wejść w SaaSy,Jakie są mity, wady, zalety tego modelu biznesowego,Jakie mogą być problemy na starcie SaaSu,Jak głęboko powinniśmy wchodzić w fazie MVP,i wiele więcej!Polecane linki:Mailingr: https://mailingr.com/pl/Akademia SaaS: https://akademiasaas.pl/Grupa FB: Twórcy aplikacji SaaS: https://www.facebook.com/groups/tworcy.aplikacji.saasEbook: Budowanie aplikacji SaaS zgodnie z prawem: https://creativa.legal/e-booki/aplikacje-saas/Artykuł: Jak zbudować SaaS zgodnie z prawem: https://creativa.legal/jak-zbudowac-i-wdrozyc-aplikacje-saas-zgodnie-z-prawem/Jak zrobić MVP i PoC zgodnie z prawem: https://creativa.legal/jak-zrobic-mvp-i-poc-zgodnie-z-prawem/ 1️⃣ Udostępniliśmy gotowe dokumenty dla SaaSów, regulaminy, RODO itp. - Zajrzyj do naszego sklepu: https://creativa.legal/sklep/regulamin-i-rodo-dla-saas-wzor/ 2️⃣ Zobacz w jaki sposób jestem w stanie Ci pomóc. Stoisz przed problemem lub wyzwaniem? Szukasz najlepszego rozwiązania dla siebie, który opisałem w tym nagraniu? Umów się na 15 minutową bezpłatną konsultację z ekspertem: https://creativa.legal/czym-sie-zajmujemy/firmy-technologiczne/ 3️⃣ Potrzebujesz pomocy w temacie podcastu albo chcesz, żebym poruszył w kolejnym nagraniu konkretny temat? Napisz bezpośrednio na mojego maila
AI in Pricing: The Promise vs the Reality - delve into the world of AI-driven pricing strategies and explore the dynamic interplay between clear box and black box approaches. Gain insights into the challenges and opportunities of data-driven decision-making in the pricing landscape. Discover how AI is reshaping pricing strategies, uncover myths and realities, and learn practical tips for successful AI integration. Tune in to this enlightening discussion to explore the present and future of AI in pricing. Our guest: Edward Gonzalez from Pricefx. Ed Gonzalez believes in life, liberty and the pursuit of mathematical insight. Through his 15+ years in pricing, he has worked on various data-driven pricing solutions for close to 100 customers, helping them lay the analytical foundation best suited for their business. During that time, the most important lesson he has learned is that a person would rather live with a problem they cannot solve, rather than accept a solution they cannot understand. ► Subscribe to the CLARITY Quote-to-Cash Podcast In this podcast, the CLARITY team explores key best practices that are enabling businesses to achieve greater efficiency and better business outcomes. In each episode, we meet with thought leaders and share insights that help businesses streamline quoting, pricing, and sales processes, monetize services with a subscription model, generate a recurring revenue stream, and drive XaaS transformation. Follow us here: Website: https://clarity.show LinkedIn: https://linkedin.com/company/clarityg...
The Man Behind CPQ Podcast - In this episode, Frank Sohn, the man behind the CPQ Podcast, shares his journey and insights into the Configure, Price, Quote (CPQ) industry. Find out more about the evolution of CPQ systems, the challenges faced in CPQ adoption, and the future trends in the industry, including the role of AI in CPQ. Our guest: Frank Sohn, President & CEO of Novus CPQ Consulting Inc,. Frank is a seasoned professional with a rich history in Configuration, Price, Quote (CPQ) tools and the author of the CPQ Podcast. Starting his journey in 1996 with a SAP project, he has worked with global high-tech companies and founded his own CPQ-focused consulting company. His podcast, dedicated entirely to CPQ tools and processes, provides valuable insights and features interviews with various CPQ leaders. Holding a Bachelor of Business Information Technology degree, he is also a certified Project Management Professional (PMP) and a Certified SCRUM Master (CSM). Link to CPQ Podcast: https://novuscpq.com/cpq-podcast-2023/ ▬ Contents of this video ▬▬▬▬▬▬▬▬▬▬ 00:00 - Intro 03:29 - Decoding the Evolution and Expansion of CPQ Systems 06:12 - Navigating Challenges in CPQ Adoption 12:31 - Exploring Hobbies and Interests Outside the CPQ World 16:36 - Future Predictions and Emerging Trends in the Configure, Price, Quote Industry 24:01 - Exploring AI in CPQ: Transformative Opportunities and Practical Challenges 32:07 - Entering the CPQ Industry: Advice for Newcomers and the Path to Innovation ► Subscribe to the CLARITY Quote-to-Cash Podcast In this podcast, the CLARITY team explores key best practices that are enabling businesses to achieve greater efficiency and better business outcomes. In each episode, we meet with thought leaders and share insights that help businesses streamline quoting, pricing, and sales processes, monetize services with a subscription model, generate a recurring revenue stream, and drive XaaS transformation. Follow us here: Website: https://clarity.show LinkedIn: https://linkedin.com/company/clarityg...
Configurable Products with AI - in this episode, delve into the world of process mining and digital twins of enterprise processes. We discus the role of process mining in providing insights into business operations, the application of digital twins in process optimization, and the benefits of using tools like Signavio for process modeling. Explore with us the key factors to consider when implementing digital twins in business, various use cases, and the future possibilities of digital process twins. Our guest: Robert Thacker, Sr. Principal Consultant at SAP Signavio. Robert has over 25 years of expertise in process management implementation and adoption. Throughout his career, Robert has passionately collaborated with clients across diverse industries, assisting them in defining their optimal practices and optimizing processes to drive cost reduction, operational efficiency, and unparalleled customer experiences. With an unwavering commitment to excellence, Robert is dedicated to empowering organizations with the tools and strategies needed to achieve their business objectives and thrive in today's dynamic market landscape. ► Subscribe to the CLARITY Quote-to-Cash Podcast Channel In this podcast, the CLARITY team explores key best practices that are enabling businesses to achieve greater efficiency and better business outcomes. In each episode, we meet with thought leaders and share insights that help businesses streamline quoting, pricing, and sales processes, monetize services with a subscription model, generate a recurring revenue stream, and drive XaaS transformation. Follow us here: Website: https://clarity.show LinkedIn: https://linkedin.com/company/clarityg...
Dayax = Moon Cadceed/ Qorax = Sun Geed = tree geedo = trees Dab or Naar = Fire though “naar” is an arabic word, however, we still use it Biyo = Water Flower = Ubax ubaxyo = flowers Dhagax = Stone Dhaxagaan/ Dhagaxyaal = Stones Nin = a man niman = men or rag = men Hawenay = a woman Haween = women or Dumar = women xaawo ley. Hebel = so and so (masculine) Hebla = so and so (femenine) Xaas = a wife xaasas= wives aafo= xaas Gaadhi = car gaadhiyo = cars or gawaadhi Dugsi = school when something is dugsi, it's warm.Dugsiyaal = schools. The term "Dugsi" 'school" is mostly used to describe locations where people go to learn the Holy Qur'an. --- Support this podcast: https://podcasters.spotify.com/pod/show/learnsomalilanguage/support
Configurable Products with AI - in this episode we try to identify the needs for using AI in product configuration, where and how to start implementing AI, whether AI can lead to job losses and replacement of people, the future of AI / ML in the world of configurable products. Our guest: Mitchell Clark, Product Manager for Discrete Industries at SAP. Mitchell is responsible for leading the development of various innovative machine learning and cloud applications for manufacturing industries. In his 25-year tenure at SAP, he has held various roles including supply chain consultant, solution manager, and innovator responsible for the development of machine learning and big data proof of concepts. ► Subscribe to the CLARITY Quote-to-Cash Podcast Channel here: @clarity1707 In this podcast, the CLARITY team explores key best practices that are enabling businesses to achieve greater efficiency and better business outcomes. In each episode, we meet with thought leaders and share insights that help businesses streamline quoting, pricing, and sales processes, monetize services with a subscription model, generate a recurring revenue stream, and drive XaaS transformation. Follow us here: Website: https://clarity.show LinkedIn: https://linkedin.com/company/claritygroup
Paul Hunter, managing director of North America at HPE, joins Changing Channel's Larry Walsh to discuss the traditional data center hardware company's transition to the Everything-as-a-Service model and what it meant to its channel program. In recent years, vendors across the tech industry have wholeheartedly embraced the Everything-as-a-Service (XaaS) model. This revolutionary approach involves selling technology in various forms through subscription and consumption-based models, which offer numerous benefits. The appeal of this model is undeniable: It generates recurring and predictable revenue while eliminating the uncertainties of sales cycles. While companies that were born in the cloud or have a service-based foundation find it relatively straightforward to adopt the XaaS model, traditional hardware vendors and some software publishers face significant challenges. These companies have long-established transactional sales practices deeply ingrained among partners and customers. Convincing sellers to shift their product positioning to a service-oriented approach and embrace new compensation plans is no easy task. Likewise, getting partners to adopt product sales that require presenting different value propositions and costs can be equally challenging. However, the lure of capturing recurring revenue is simply irresistible. As a result, many hardware vendors are undertaking the transition to XaaS sales models and channel programs, albeit at a slower pace than anticipated due to change management complexities. Hewlett Packard Enterprise (HPE) stands out as a prime example of a company that has strategically embraced the service-based model. HPE introduced its cloud-based GreenLake platform in 2017 and set a primary objective of generating the majority of its revenue through service and hybrid infrastructure sales. Over the past five years, HPE has continuously restructured its internal organization and external channel programs to align with the XaaS model. Its efforts are paying off, as the company is well on its way to achieving its revenue goals through service sales in the near future. HPE's accelerating transition to XaaS couldn't come at a better time. According to IDC, a considerable 71% of enterprises are shifting their workloads from public clouds to hybrid and on-premises infrastructure. This move is driven by the desire for enhanced administrative capabilities and cost control. Simultaneously, partners are identifying increasing opportunities to provide managed and professional services alongside XaaS and hybrid engagements. HPE recognizes these trends as significant drivers of growth. In this edition of Changing Channels, we bring you an insightful discussion between Paul Hunter, the managing director of North America for HPE, and Channelnomics Larry Walsh. They delve into the vast opportunities presented to vendors and partners by the XaaS model, highlighting the successes and setbacks that HPE has experienced during the transition process. Moreover, they provide invaluable insights into how businesses can capitalize on the flourishing XaaS and hybrid infrastructure markets. Follow us, Like us, and Subscribe! Channelnomics: https://channelnomics.com/ LinkedIn: https://bit.ly/2NC6Vli Twitter: https://twitter.com/Channelnomics Changing Channels: A Channelnomics Production Follow @Channelnomics to stay current on the latest #research, #bestpractices, and #resources. At @Channelnomics — the voice of thought leadership — we define #channel trends, chart new #GTM strategies, and #partner with industry leaders to champion #diversity in the channel. Episode Resources Host Larry Walsh: https://bit.ly/3beZfOa Guest Paul Hunter: https://tinyurl.com/2utcv8pu Channelnomics Podcasts Changing Channels: https://tinyurl.com/4xfvevbn The Network Effect: https://tinyurl.com/bdzzkwtb In the Margins: https://tinyurl.com/2sun9z5s © 2112 Enterprises LLC
Going customer-centric with XaaS - today, we discuss the XaaS model as it becomes increasingly important. Businesses should consider how they operate, interact with customers, and gain a better understanding and view of how their products are being used by customers. Our guest: Ankit Sharma, Senior Director, Industry & Customer Advisory at SAP. Ankit is engaged in building industry strategies, leading strategic programs, and managing portfolio solutions for SAP. He also leads the Everything as a Service (XaaS) program. ► Subscribe to the CLARITY Quote-to-Cash Podcast Youtube Channel here: @clarity1707 In this podcast, the CLARITY team explores key best practices that are enabling businesses to achieve greater efficiency and better business outcomes. In each episode, we meet with thought leaders and share insights that help businesses streamline quoting, pricing, and sales processes, monetize services with a subscription model, generate a recurring revenue stream, and drive XaaS transformation. Follow us here: Website: https://clarity.show LinkedIn: https://linkedin.com/company/clarityg...
Jerome Wendt, President and Founder of DCIG discusses the practical applications of artificial intelligence in data protection and optimization. Uncover how AI can be utilized in ransomware detection, data placement, and increase your understanding of the shift towards SaaS, PaaS, and XaaS.
Oliver Johnson, Chief Commercial Officer at SimCorp, joins Thomas to discuss the impact of XaaS transformation on the go-to-market capabilities of a company—specifically, how companies reduce the cost of growing revenue, utilize data in the sales process, and execute outcome-based sales. Questions answered include:What are the responsibilities of a Chief Commercial Officer?What does outcome selling mean?How do you execute outcome selling?What data is most important to a chief commercial officer?What type of as-a-service offers is SimCorp taking to market?What should companies do to reduce overall cost of growing revenue?
In der Mittagsfolge sprechen wir heute mit Paul Martin, Co-Founder von Equipme, über die erfolgreich abgeschlossene Seed-Finanzierungsrunde in Höhe von 3,8 Millionen US-Dollar.Equipme hat ein Betriebssystem für die B2B-Subscription Economy entwickelt, welches eine Beschaffungsplattform, ein Asset-Management-Portal und einen Mitarbeitenden-Shop in einer Lösung bündelt. Die Plattform ermöglicht Lieferanten, ihre Produkte und Dienstleistungen in einem modernen Everything-as-a-Service-Ansatz anzubieten und den Prozess der Service-Verwaltung über den gesamten Lebenszyklus für ihre Kundinnen und Kunden zu verbessern. Die SaaS-Plattform ist so konzipiert, dass Unternehmen ihre bestehenden Service-Provider einladen können und gleichzeitig das ständig wachsende Netzwerk von Anbietern nutzen können, die bereits mit Equipme verbunden sind. So möchte das Startup Unternehmen nahtlos mit ihren Lieferanten und Service-Providern verbinden, um Mitarbeitenden den Zugang zu Produkten und Services in einer Amazon-like-experience zu vereinfachen und manuelle Prozesse in der Partnerschaft zu beseitigen, um Zeit und wertvolle Ressourcen für beide Seiten einzusparen. Equipme wurde im Jahr 2021 von Paul Martin und Alexandre Seifert in Frankfurt am Main gegründet. Das Lösungsportfolio wird bereits von großen IT- und Telekommunikationsanbietern in Deutschland genutzt und bedient mehr als 500 Unternehmen.Nun hat die Everything-as-a-Service Plattform 3,8 Millionen US-Dollar in einer von La Famiglia VC angeführten Seed-Runde eingesammelt. Zu den weiteren Kapitalgebern gehören u.a. Lightbird, Anamcara und Business Angels wie Ignaz Forstmeier, Co-Founder von Personio und Charlie Songhurst, ehemaliger Leiter der Unternehmensstrategie bei Microsoft. Das frische Kapital soll u.a. dafür eingesetzt werden, den weltweiten Einsatz der
Navigating Configure Price Quote Systems in the Face of Evolving Customer Requirements - today we discuss the challenges companies face in implementing CPQ systems to improve their sales processes and customer experiences. Our guest: Bill Butler, Global Solution Owner for Configure Price Quote (CPQ) solution at SAP. With many years of experience in the software industry, Bill shares his insights on the changing strategies of companies, e-commerce supporting configurable products, industrial manufacturers updating their ERP systems, and ensuring pricing consistency across all channels. ► Subscribe to CLARITY Quote-to-Cash Podcast Channel here: https://www.youtube.com/@clarity1707 In this podcast, the CLARITY team explores key best practices that are enabling businesses to achieve greater efficiency and better business outcomes. In each episode, we meet with thought leaders and share insights that help businesses to streamline quoting, pricing, and sales processes, monetize services with a subscription model, generate a recurring revenue stream, and drive XaaS transformation. ---- Follow us here: Website: www.clarity.show LinkedIn: www.linkedin.com/company/claritygroup
What kind of solutions do Managed Services Providers offer?Let's learn more with Juan Fernandez, an early-stage investor in software startups, Co-founder, and CEO of the MSP growth Coalition that has built a scalable framework to empower business owners to scale their MSP. Juan recently hand built and architected the design of a multimillion-dollar MSP that consecutively ranked one of the fastest-growing IT companies in the industry. He is also the creator and author of The MSP Handbook which empowers small businesses and personnel to implement the strategies needed to build great businesses and careers.Juan is also known as The Chief Encouragement Officer for improving processes, and procedures, and empowering individuals to be successful while delivering business outcomes via technology his whole career. His passion is to help “move the channel forward” and is one of a few to have written the CompTIA A+, Network +, and Security + Tests. He sits on the CompTIA Subject Matter Expert Technical Advisory board, and his entire career is dedicated to creating effective scalable business models and educating others on his “Making IT Simple” approach.Juan is the winner of MSP Shark Tank for best security and services presentation, and he currently sits on the CompTIA Channel Development Advisory Council as Co-Chair, Forbes Magazine Technology Council, CompTIA Infrastructure Certification Advisory Committee, a Channel Futures MSP mentor and worked with many other channel companies to develop the future of technology and XaaS models.Juan was featured in CompTIA World Magazine, Channel Pro magazines - Peer of the year, HP DaaS innovator of the year and awarded CRN magazines fastest growing MSPs, ENX Magazines - Difference maker of the year, Channel Futures DE&I 101 Leadership Recognition, 2022 Channel Influencer of the year and CompTIA's Industry advisory leadership award winner.Conquer Local is presented by Vendasta. We have proudly served 5.5+ million local businesses through 60,000+ channel partners. Learn more about Vendasta and we can help your organization or learn more about Vendasta's Affiliate Program and how our listeners (like yourself) are making up to $10,000 off referrals.Are you an entrepreneur, salesperson, or marketer? Keep the learning going in the Conquer Local Academy.
Software platform that frees companies to build their own digital marketplaces. “The customer wants to buy the outcome, and wants to trust the supply chain,” says Jess Warrington, General Manager for North America at CloudBlue. “We're the software platform that's going to orchestrate the most complex part of it.” Recorded just before the recent ITEXPO, and MSP Expo conference, Warrington discusses how Ingram Micro's CloudBlue is a software platform enabling MSPs, CSPs, tech vendors and distributors to build and operate their own digital marketplace. We learn how the organization enables MSPs to offer customers more subscription, more pay for user verse pay to own, options. Warrington tells us how his company's platform reduces the user-facing complexity of offering those choices. XaaS is explained along with the big opportunity that offers the MSPs. Among many options, CloudBlue streamlines the ability of MSPs to add name brand options to their portfolio. Learn more at www.cloudblue.com.
From the outside, you'd think digital transformation in technology companies would have higher success rates than other industries, but the data doesn't support that. In this episode, John Spencer and George Humphrey, VP and Managing Director, TSIA, explore new TSIA research on why that is and how technology companies can unlock operational efficiency and enable new experiences in the era of XaaS.See omnystudio.com/listener for privacy information.
Carnegie New Leader Geoff Schaefer takes an unscripted look at how to navigate the field of AI ethics with Joahna Kuiper. From her earliest days in theater, to her current work studying AI's impact on society at Cambridge University, Joahna provides unique insight into the different skills and perspectives the field needs and how to apply them. If you're looking to get started in AI ethics and responsible AI, this episode is for you. Along the way, the conversation goes deep into a number of case studies and conundrums we must all grapple with. Joahna Kuiper originally entered the workforce in the realm of social work. In her circuitous path to what has become a decades-long career in technology, she explored psychology, graphic design, theater, and a few other subjects along the way, always adding new ways of seeing and thinking. Joahna has held a variety of leadership roles at technology companies, from enterprise business architect, to VP of IT, to XaaS product owner, to Industry Strategist. In fall 2022, she will add to that academic focus by beginning a research degree in “AI Ethics & Society” at Cambridge University in conjunction with the Leverhulme Centre for the Future of Intelligence. For more on Carnegie New Leaders, please go to carnegiecouncil.org.
In our most recent episode, we explore how ‘as a Service' business models have adapted to changing technology and evolving business needs. In order to increase value and differentiation there's been a shift to rapid and continuous delivery models called ‘Anything as a service' (XaaS) and ‘Everything as a service' (EaaS). Together, Terry and subject matter expert, Kevin Dobbs, Managing Director of Accenture, discuss how these models drive revenue acceleration, define digital business and are more customer centric.
Episode Description below⬇️ Leave an iTunes review here - https://apple.co/3i60XWu Subscribe on Youtube here - https://bit.ly/3o1M4Z3 Follow us on your favorite podcast platform here - https://bit.ly/3kTfNkY Less than 9% of the 300 million tonnes of plastic produced every year is actually recycled. In order to change this, we must first see a change in consumer behavior. In today's episode of the Brains Byte Back podcast, we explore how the Everything as a Service (XaaS) economy stands to be a vital tool to create a more sustainable society, alongside how this economy is impacting consumer culture on a wider level. To do this we are joined by Lincoln Lincoln, Head of Global Sales & Customer Success at CloudBlue. We kick off the show by discussing the rise of subscription services, and Lincoln shares the example of Stellantis, a global automaker that he claims generates 20% of its revenue from subscription services for its cars. With this new approach to a subscription-based model, Lincoln argues that the days of buying a car with a one-time purchase and watch it depreciate as you drive it out of the forecourt are over. He also shares how features in cars are now sold as subscriptions, such as BMW announcing that heated seats can now be used as a pay-as-you-go service, so you can turn it on during winter, and off during the summer. Meaning you only pay for what you want, when you want it. Additionally Lincoln highlights how the XaaS economy is raising our expectations and demands as consumers. He draws on the example of the exercise bike company Peloton, and advocates that no longer do we buy a simple exercise bike, but we now expect this bike to challenge our fitness goals and produce content that motivates us. And finally, we discuss how subscription services stand to increase sustainability by encouraging the production of products that stand the test of time, and discourage models such as planned obsolescence. Lincoln advocates that this is because in this modern economy, rather than selling a product as a one-time purchase, when it is sold as a subscription, the consumer benefits because they pay as they go, and the manufacturer is encouraged to create an asset or product that works for as long as possible.
The Future of Mobility and Manufacturing with Game Changers, Presented by SAP
The Buzz 1: XaaS stands for Everything as a Service or Anything as a Service. It's an acronym for providing any products, tools and technologies that businesses may need as a service instead of on premise or with a physical product.” (givainc.com) The Buzz 2: “Whether you view XaaS (everything-as-a-service) as a dream or a nightmare, it's here to stay.… XaaS is not a one-size-fits-all proposition. Nor must it be a revolutionary one – though it will challenge your business.” (manufacturing.net) The Buzz 3: “The concept of servitization is not new, but it is obtaining renewed interest … Rather than buying the piece of equipment, the customer contracts with the supplier for the result. So, instead of buying paving equipment, the customer might buy x miles of paved road for $x. The customer is assured of getting the final result. The supplier uses equipment sensors and internet of things (IoT) technology to track performance of the machinery on the job site.” (diginomica.com) What does the future hold for XaaS models for industrial manufacturing companies and what will adoption look like in the next five years? Subscription and servitization models are getting a lot of attention, as they typically provide higher margins and more resilience than product-based businesses. This transformation – from selling products to selling services and outcomes – provides manufacturers with needed predictability of revenue and potentially higher margins as they face continuous disruption, commoditization of products and stagnating growth. Although subscription offerings for remote monitoring, equipment diagnostics, predictive maintenance and other digital services are gaining traction, the adoption of outcome- or usage-based models seems to be slowing down. Why? We'll ask Don Swenson at SAP and Sergey Jermakov at CLARITY for their take on XaaS: Is The Hype Real for Industrial Manufacturing Companies?
How should we price our new SaaS product? How does our pricing model compare to our competitors? Are there other pricing models that would increase revenue and margin for our SaaS product?These are all some of questions that can be answered by analyzing B2B SaaS industry pricing benchmarks. This is the world that Bryan Belanger lives in everyday, so who better to ask.Bryan has been conducting pricing research for over 10 years at the Technology Business Research company. One of the challenges Bryan identified, was there is no single spot for all size SaaS companies to view the different pricing model options currently being used in the industry.Pricing models in the SaaS industry have started to evolve dramatically over the last few years, and have been further impacted by the growing populating of Product-Led Growth and Usage-Based Pricing. Pricing benchmarks need to cover several core areas of a pricing model including:- Subscription type- Product /Pricing Packaging- Price Levels- Discounting- Pricing Structure- Pricing Pages- Trial vs Freemium usage- Usage Metrics- Usage MeteringThe typical B2B SaaS company only invest 1-2 days per year in analyzing, enhancing and/or testing new pricing models. Far too often, pricing is still more ad-hoc and not informed by statistically valid research and benchmarks.Subscription pricing - the secret sauce to the B2B SaaS industry is still the primary pricing model for over 80% of B2B SaaS companies. The structures of SaaS subscriptions is evolving, but subscription pricing is still the cornerstone of SaaS pricing models.Usage-Based Pricing is a trendy pricing model in the industry today, due to it's direct impact on Growth Rates and Net Dollar Retention. Based upon the latest XaaS Pricing research, it was identified that just under 50% of a top 125 high-growth PLG company cohort were using a more basic subscription model (seat based). Usage is introduced as a "limiting function by pricing package tier" but not invoicing on usage specific variables. The pricing goal in this model was to convert accounts exceeding the "limit" into the next level pricing tier.If you are evaluating introducing or modifying your B2B SaaS pricing model, Bryan and XaaS Pricing are a great listen and follow.
Since 1990, the global rates of extreme poverty have gone from around 40% to around 10%, and ending World Poverty entirely by 2030 is one of the UN's Key Sustainable Development Goals, announced in 2015. However, progress is slowing, and 710 million people around the world still live in extreme poverty - currently earning below $1.90 per day. So how can technology help? In this episode, we'll be meeting some of the people and organisations aiming to eradicate poverty through the use of technology.The power of connectivityOne of the most important ways in which rural economies can grow and become more efficient and productive is to get access to communications technology. Isabelle Mauro is the Head of Information, Communications & Technology (ICT) Industries at the World Economic Forum. The WEF is the world body bringing together the public and private sectors, and has been pushing for greater co-operation between the public sector and telecoms providers to work on lifting developing communities out of hunger and poverty. The results speak for themselves: Research suggests a 10% improvement in mobile connectivity can add 1.5% to a country's GDP. The challenge is to provide a financial incentive for companies and Governments to reach out to poorer areas where the business case for connection might not be so obvious.Harnessing complex skills and technology for unconnected communitiesOne of the firms leading the charge to bring rural communities into the digital age is Hewlett Packard Enterprise. Brian Tippens is their Head of sustainability, and has been working closely with WEF and partners around the world to enable remote and disconnected communities to take advantage of HPE's experience in data and connectivity - particularly in encouraging skills sharing and industrial expertise among NGOs and other bodies. At the core of their philanthropic ambitions, however, is to allow and enable local communities to help provide their own solutions to their own problems, encouraging long-term, sustainable and useful programs of change to emerge.Getting educatedOne of the ways in which communities can be enabled to develop their own long-term solutions is through education and upskilling the population to take advantage of the opportunities offered by technology. Leading that charge is the Micro:bit Educational Foundation, which provides expandable, programmable micro-computers to schools around the world, alongside locally-led educational programs and learning resources. Gareth Stockdale is the organisations CEO and tells us that the democratisation of technology through enabling local participation is key to lifting people out of poverty, providing pathways to future skilled careers, and to enabling self-sufficiency among remote or impoverished communities. Whether it's educating children or upskilling adults to make the most of opportunities in their community and work in collaboration with international organisations, there's plenty being done to help end world poverty by 2030. Will it be enough? Time will tell. But the appetite seems to be real for long-lasting change.Key takeaways: Even small improvements to digital connectivity can have a lasting impact on local and national economic growth and resilience. Most people have the potential to get connected, and doing so can drastically improve lives in remote communities. The best way to lift the world out of poverty is through public-private partnerships which enable and upskill communities to create their own solutions and take long-term advantage of new technologies. Western organisations have a responsibility not to parachute in solutions, but to work on the ground with communities to enable them to make best use of the technology on offer, through collaboration and education. Links and resources:The UN Sustainable Development GoalsThe World Economic Forum's Edison AllianceTech Impact 2030 - How HPE is driving positive change through technologyThe micro:bit Educational FoundationThe impact of digital technology usage on economic growth in Africa - from the Elsevier Public Health Emergency CollectionBrian Tippens on LinkedInIsabelle Mauro on LinkedInGareth Stockdale on LinkedIn
Technology is redefining the way we work and live, and it starts with the services we use. The need to increase efficiency, productivity and user-experience has propelled XaaS models to new heights. Join Jon Lester and Dave Hopping, CEO Solutions and Services, Siemens Smart Infrastructure, to find out more!
Technology is redefining the way we work and live, and it starts with the services we use. The need to increase efficiency, productivity and user-experience has propelled XaaS models to new heights. Join Jon Lester and Dave Hopping, CEO Solutions and Services, Siemens Smart Infrastructure, to find out more!
This episode is sponsored by Binary Stream Software. The thinking around service-based business models has moved far beyond traditional scenarios. Today, forward-thinking businesses in a range of industries are taking service-oriented (or XaaS) approaches that require all corners of the organization to embrace changes in process and technology. Our guest, Khaled Nassra of Binary Stream Software, a global software and services firm focusing on subscription management, consolidation accounting, and lease administration, helps us unpack some of the reasons why subscription-based business models are succeeding today. We discuss recent research on the performance of forward-thinking firms compared to their traditional counterparts, regulatory pressures, and the technical fundamentals that make new subscription and service models possible. Show notes: 1:30 - Describing the origins and concepts around a service-oriented approach to business 4:00 - What does the market really want in terms of a pivot to a service mindset? 5:30 - Research on subscription-based models and their growth potential 7:00 - The legacy vs new market potential for innovation around services and subscriptions 9:30 - Technical fundamentals of new business models 11:45 - The organizational support required for services-focused execution 15:30 - Key regulations for revenue recognition and financial management 18:45 - Microsoft's message on subscription-oriented models to the market and to partners 21:00 - How are partners adapting to offer more subscription-focused offers to clients? 23:00 - Recommendations on getting started with digital tools to support transformation From Binary Stream: Binary Stream is a global solution provider for Microsoft Dynamics 365 ERPs with over 20 years of experience supporting over 2500 customers. The company recently cemented its status as an expert in subscription management and completed a licensing agreement with Microsoft for its Subscription Billing Suite solution for Dynamics 365 Finance; and continues to develop leading services and solutions in the space. You can learn more about Binary Stream or get in touch with the team here.
書籍"チームトポロジー" 訳者の miholovesq さんに、3つのインタラクションモード(コラボレーションモード、XaaSモード、ファシリテーションモード)、認知負荷などについて語っていただいたエピソードです。 話したネタ 書籍: チームトポロジー 価値あるソフトウェアをすばやく届ける適応型組織設計 チーム間のインタラクションの3モードについて コラボレーションモードとは？ XaaSモードとは？ ファシリテーションモードとは？ 認知負荷を下げるのが重要 サービス境界をどう設定するかがポイント 組織設計をするためにエンジニアリング能力が必要 認知負荷(cognitive load)とは何か？ チームサイズを認知負荷に合わせて設計する ダンバー数 設計は人を驚かせるべきじゃない Clean Code アジャイルソフトウェア達人の技 スモールチームで小さくて良いのでフィーチャーをデリバリできるのが大事 モブプログラミング・モブワーク Amazon audible 書籍翻訳の裏話 リスナーの皆様へのお願い fukabori.fm リスナーアンケートを実施中です！ぜひ回答お願いします！ (2022/3/31 まで)
Parliamo con Claudio Bassoli, AD, della soluzione cloud di HPE 'Everything As A Service' per la trasformazione digitale dell'impresa e della PA
This week, Ross Dawson, Futurist and Matt Emmert, Solution Director, SAP talk with Tom Raftery about how the professional services industry has changed due to the changing market conditions and evolving client demands. To compete, they must focus attracting and retaining talent, and on delivering new digital XaaS delivery models, based on outcomes rather than hourly or daily rates.
Listen as SAP's Pete Graham provides an overview of Anything-as-a-Service (XaaS) business models and provides a drill-down look at how S/4HANA Intelligent Finance, BRIM and Automated Revenue Management help lay the foundation for success.
In the relentless race for innovation, how can tech companies streamline what they do and overcome the hurdles of operational complexity to drive faster time to market? In this episode, John Spencer speaks to Rohit Batra, VP and Head of Product, Telecommunications, Media and Entertainment, ServiceNow, about the need for speed in the XaaS era. See omnystudio.com/listener for privacy information.
How do you predict the next big thing, the next unicorn, the next transformational technology? We sit down with Lee Feldman to discuss the importance of true digital transformation and how that applies to Microsoft, the economies and business models being built around data, and the transformational technologies that are coming together in Web3 including blockchain, NFTs, augmented and virtual reality, digital twins, crypto, AI and more. Lee Feldman is a senior strategist for M12 based out of the greater Seattle area. He is responsible for technology trend analysis, thesis development, and opportunity analysis influencing investment activities. He also conducts market and technical diligence for deals in areas of focus, including National Security technology, brain-computer interface (BCI), cybersecurity, data and AI, IoT, and enterprise IT. He joined M12 from Microsoft's corporate strategy team, where he advised Microsoft senior leadership on topics related to the business health and growth of the company. He also led strategic projects and customer engagement programs for Microsoft's executive vice president of corporate strategy and core services engineering and operations. Prior to joining Microsoft, Lee was a management consultant where he helped traditional software companies transform their business models towards XaaS models. He has a Bachelor of Arts in economics and a certification in entrepreneurship from the University of Michigan. Lee also sits on the board of directors for the Young Professionals in Foreign Policy (YPFP). Access the full transcript here. Resources Lee shared during our conversation: Matthew Ball's website on Web3 - https://www.matthewball.vc/all/themetaverse Andreessen Horowitz's a16z, specifically, Chris Dixon's blog - https://a16z.com
Join host Adam Michalski as he interviews Anne McClelland, VP of XaaS Channel Optimization Research at TSIA.Anne and Adam discuss SaaS ecosystem strategies and best practices from Anne's experience working at industry leaders like IBM, Microsoft, Red Hat, & Cisco. Topics Covered:What are best practices for SaaS companies looking to maximize go-to-market benefits of partnersWhat are the big trends that are happening in the channel ecosystemHow the channel has evolved as SaaS has become more prolific What are the major pitfalls you need to avoid in your ecosystem as you grow your partner programWhere Anne sees the future of B2B partnerships headingPartner with TSIA:TSIAGet in touch with AnneSponsors:Partnership LeadersPartnered.ioSubscribe at www.partneredpodcast.com.Interested in joining the podcast? Reach out to hello@partnered.io.
In some ways, we're seeing more and more businesses turning into fintech companies.We've seen companies like Stripe raising huge amounts of capital and new fintech companies popping up everywhere you turn.One thing is clear. Fintech will continue to be the future of financial services.Something that's making this possible is banking as a service. We've all heard by now about software as a service (SaaS). Perhaps even anything as a service (XaaS), but what about BaaS?In this episode of Disruption Talks, we spoke with Florian Redeker, VP of Product at Solarisbank. Florian shares his insights into the world of BaaS. He discusses where fintech is heading and how Solarisbank is leading the way in banking as a service.Hosted by Filip Sobiecki.
On October 6th, we presented – live – at Thought Industries' COGNITION 2020. This was a great event with many leaders from our Customer Education category. In this recording we unveil our Customer Education Manifesto. This is composed of six guiding principles that we believe can help Customer Success organizations strategically accelerate account and user growth. Most Customer Success organizations know, or soon discover, that acquiring customers is hard. But retaining those hard-won customers is even harder. Did you effectively onboard?If not, that translates to churn. Do you help your customers realize value? Again … that causes churn. Are you retaining and expanding your accounts? That churn can be slow and even more painful. Just how many thousands, if not millions of dollars has your company spent to acquire customers and drive adoption? Surely, you’re focused on customer marketing and drip campaigns. You may have thrown a flotilla of CSMs at the problem, requiring them to perform ad-hoc trainings. The simple, uncomfortable truth is this: Your customers don’t succeed if they don’t learn. Listen in as we share the new face of Customer Education. We help growing XaaS businesses to change customer behaviors, reduce barriers to value, and improve the way people work. Haven’t yet seen the Customer Education Manifesto? Check it out here!Missed COGNITION 2020? The event is still online in on-demand form. For a quick recap, check out Episode 49 where we cover -in detail – the top events from 2020! If you’re a veteran or new Customer Education Professional, you’ll want to mark your calendars for 2021! We hope next year brings a return to in-person conferences and hope to see you there. COGNITION 2020 – 6 Principles to Building a Customer Education Program (Presentation)Download
“万物皆有裂缝，那是光进来的地方。” To B的春天正在到来，企业服务这个市场再一次回到了投资人的赛道。从BAT（百度、阿里、腾讯）到TMD（头条、美团、滴滴）再到PKQ（拼多多、快手、趣头条），整个世界的变化很快。每天约有3.2亿人走进抖音，字节跳动一跃成为全球用户超过15亿的企业。它通过AI算法改变每个人的生活方式，当每个人的新闻社、每个人的电视台在今日头条、抖音、快手建立的时候，我又看到了软件人的希望。当我们从愚昧之巅跌入绝望之谷，如何爬上希望之坡？ 我们最大的敌人不是销售会议上讨论的对手，甚至不是下一个趋势，而是你的线性思维。你还在用过去的视野去认知未来，想把过去的经验复制到未来。面向未来的不确定性，如果你仍沿用过去旧地图的话，是肯定找不到新大陆的，但为什么哥伦布找到了新大陆呢？就是他出发的时候弄丢了地图。 人与人之间最大的差距，不是当下你的资产、资源、财富的多少，而是你对未来的认知，无论这一刻的你是踩在坑里还是矗立在珠穆朗玛峰之上。 5G的到来，让万物连接有了实现的机会。未来，500亿、5000亿的商品（物品）连接，使得上游、中游、下游的产业链条实现完美的数字化。数字化一切，一切数字化，一切业务数据化，一切数据业务化，这样的时代正在到来。 产业互联网是最大红利。消费互联网和产业互联网不是敌人，而是朋友，两大互联网的连接和融合，将诞生大量的超级物种。这种超级物种具有强大的黑洞效应，这些超级物种不是单一的新零售、新制造、新金融、新物流、新服务、新技术，而是它们融合在一起发生化学反应后的超级果实。 一、数字移民共和国的底层逻辑为什么这些新物种能在两三年内迅速获得上亿用户？因为它们一开始就是在打造“数字移民共和国”。数字移民共和国，是人类选择的结果。数字移民共和国是古典经济体全面转型为数字经济体的关键，数字移民共和国的新经济领袖和世界各地主权国家的总统们，需要团结在一起，加速世界经济的数字化进程。 人类社会与机器人社会共生的平行世界已经诞生。这个平行世界，将给我们人类带来哪些解放？给人类的伦理和国家的治理带来哪些挑战？我们不得而知。但可以预期，以消费者主权、用户资本主义、新消费主义为三大底层运行逻辑的数字移民共和国，将成为人类连接在一起、生活在一起、工作在一起的新常态。 过去3年，是新零售1.0时代，还没有摆脱经营“货”的思维，线上线下一体化的全渠道探索陷入困境，不管是线上开店还是线下开店，总是腹背受敌。经营“货”，处处都是敌人。 新零售2.0时代，我们要从“经营货”转移到“经营人”。只有经营“人”，才会处处是朋友。 下一个十年，所有的实体经济体和电商经济体都正在成为、都必须成为“数字移民共和国”。这个共和国里面运行一个最基本的公式：GDP=人口*ARPU（单客经济值，每用户平均收入贡献）*留存率。 如今，线上、线下最大的问题是这三个指标都出现了巨大的问题，人口红利在消失，单客经济值上不去、留存率在持续滑坡。GMV（成交金额）增长趋缓，陷入低迷，用户价值流失严重。越是低频的产品，往往交易结束，用户资产价值为零。 希望大家在每个清晨花三分钟时间，回想一下这个公式，反思自己昨天做的工作有没有改变这三个指标？ 所以，当我们经营“人”，全渠道只是一个空间线的维度。以“人”为主经营，则可以划分为三个维度：时间线（全天候、全生命周期）、空间线（全渠道，包括线上、线下、社交，短视频等）和马线（产业君注：全体验，马斯洛需求线，从基本需求到自我实现的5层马斯洛需求：人类具有一些先天需求，人的需求越是低级的需求就越基本，越与动物相似；越是高级的需求就越为人类所特有。同时这些需求都是按照先后顺序出现的，当一个人满足了较低的需求之后，才能出现较高级的需求，即需求层次）。 譬如，对于一个年轻的母亲来说，除了照顾孩子、照顾老人，她还会去美容、买衣服、出行，甚至养宠物。 当我们开始思考这个问题的时候，单客经济学就诞生了。经营“货”的逻辑是如何把一个产品卖给地球上的所有人。但是单客经济学诞生后，经营“人”的逻辑，就变成了如何把所有的产品（包括服务）卖给一个人，如何覆盖更多的场景、占领更多的时间线、空间线和马线。 苹果的数字移民共和国中有8亿多用户，虽然ARPU值（每用户平均收入）还不够高，但它们的留存率超过了80%，这是多么可怕的数字！ 孩子王能保持每年100%的增长，成功的秘诀就是经营“人”。6年前，我与孩子王的徐总交流时，发现孩子王的单客经济值还不到500元。但是，现在它们的黑金会员ARPU值已接近8900元。 美国零售商Costco的市值还在指数增长。如果十年前你投资了Costco，今天还能拥有5倍、6倍的回报。但你投资其他的实体店公司，可能一半的钱都亏进去了。 家乐福、麦德龙们都陆陆续续退出中国市场，为什么Costco却能获得巨大的成功呢？用数字移民共和国的框架来看，Costco从一开始就是会员制消费，没有会员卡，就不能消费。它的每一个用户都是100%数字化用户。 今天，Costco创造了1500亿美元的销售额，已经有9430万的用户，它的ARPU值已经接近1500美金，而且它们的留存率也差不多可以到87%，这是非常惊人的数据。 二、新周期：ABCD+X当我们思考未来的时候，新的红利出现了，那就是ABCD+X（AI人工智能，Blockchain区块链，Cloud云计算，Data数据）。 X可能是一个希望的种子，也可能是一个想法。而人工智能、区块链、云计算、大数据也变得越来越便利，越来越唾手可得，就像水和空气一样存在。 所以，未来的数字经济体不再只是那些高科技公司，而是用好这些新技术的公司。新技术的加持，意味着传统产业会面临迅速迭代，企业正加速从消费互联网进入产业互联网。 5G就像催生婆，新的产业周期已经开始，一个月就是一个季度。这也意味着大量的媒体、服务、零售、制造、金融、物流等，各个行业都在产生化学反应，产业互联网给各个企业带来了巨大的发展空间。 三、产业路由器+X模式：从草原部落到产业共同体 今天，每一个万亿产业都陆续步入碎片化的存量经济时代。每一个企业就像一个个大大小小的部落，增量战争已经结束，大家都处于蒙古大草原时代，各自的地盘和边界都划分好了，谁也不能短时间灭掉谁，但谁也活得胆颤心惊。 目前，很多市场已经进入存量经济时代，几乎停止增长。 中国的市场特征就是高度碎片化，从鞋店到服装店、从建材家装到五金店、从社区超市到生鲜水果店、从美容美发到医美、从餐馆到酒店、从宠物店到宠物医院、从药店到康养中心、从二手车店到4S店、从汽修厂到汽车洗护美容店，甚至从农贸市场菜贩子到农村小镇小店等等。有680万个小店老板，每天服务着中国1亿多的城市家庭。 我们处在一个碎片化的时代和市场当中。我们看到，增量的增长很缓慢，而在存量市场中，却发现这个存量很碎片化。 这些小店的特点是仍然处在一个非常蛮荒和落后的状态，一盘散沙、效率低下、寿命短、没有规模效应、产品线弱、供应链履约成本高。大部分店主还没有在电商平台开店，已经在淘宝、京东、拼多多开店的小老板，由于流量很贵，往往也不能拿到太多头部的流量，线上生意做得不温不火。 这些小店普遍生命周期相对比较短，店主都是一群仅够养家糊口的小人物，如何改变这群小人物的命运？ 1.0时代，杜月笙拿着斧头砍死斧头帮的壮举并不奏效了，因为产品同质化、渠道同质化、社交同质化、甚至小红书种草和抖音的套路也是同质化的。 2.0时代摩根的资本整合,一个产业也出现了文化困境和碎片化困境，即使你把头100名公司都成功整合了，市场份额可能还不到10%。 今天产业互联网给了我们巨大的机会，但产业互联网到底怎么做。我们今天要讨论的“产业路由器模式”，它会成为产业互联网的新抓手。产业路由器模式，团结一切可以团结的产业力量，左手在需求端，将大量的碎片流量池收割进来，右手在供给端整合大量的产业链合作伙伴。 斧头帮时代（产品、渠道、社交同质化）早已消弭，摩根的产业整合也沦为碎片化问题。那么，如何突破增长的困境，这种产业新模式（产业路由器）提供了方法论。 1.利他思维：从洼地到倒灌 关键是要有“利他”的灵魂。利他不是一种情怀，而是一种新商业模式，是共同体的灵魂。 在产业互联网的平台中，产业路由器建立了极深的产业大坝和价值洼地，出现了“大河有水小河满”的“大坝效应”。当蓄水到一定程度的时候，会出现倒灌，使小三峡变成了大三峡、小码头变成大码头。 这种先利他后利己的商业模式，会产生“倒590”的大坝效应，即90%的参与方都能获得5～10倍的增长，所有参与方共生的局面。如今，产业共同体时代正在到来，我们讨论每一个个体新消费品牌崛起的时候，我们看到这些消费品牌活的还是比较滋润，它们拥抱了BAT，但是它们并没有获得巨大的增长。 今天，我们发现共享经济正在产业互联网时代发酵。 企业有大量的闲置资产，比如客流、商品流、资金流、订单流等等；每一个个人也有大量的闲置资产，比如时间资产、社交资产、IP、思想、劳动力等等。 整个产业链上中下游，有闲钱的出钱、有闲房的出房，有闲货的出货，有闲人出人，有闲智的出智，有闲力出力。吃苦扛风险在前，享受分利益在后。这就是产业共同体的魅力所在。 从双边市场到多边市场，产业路由器模式的终局是建立产业共同体，它打破了传统电商经济体的590头部效应，形成了一个所有参与方从共识到共建到共享到共生的大坝效应。 通过把大量碎片需求和大量头牌的闲置供给，产业路由器完成了三大使命：实时连接、AI智能配对和创造价值洼地。 2.共享：寻找价值洼地 产业共同体如何寻找价值洼地？只能通过共享。 通过共享采购、共享物流，打造极深的成本洼地。凡有闲余，皆可共享。企业会有庞大的闲置资产，消费者、员工的时间、空间、社交等也会产生大量的闲置资产。企业可以将这些闲置资产汇聚起来加入价值洼地，做好赋能工作。 共同体平台方要从交易型组织转变为赋能型组织，打造好三大赋能体系（基础设施赋能，产品赋能和经营赋能）。其中基础设施赋能，不仅要做好IT基础设施的赋能，特别是SaaS（软件即服务），PaaS（平台即服务），产业云服务，更要做好数据中台赋能（DaaS，数据银行即服务）、物流枢纽赋能（LaaS，物流即服务）、交易赋能（BaaS，生意即服务）、金融赋能（FaaS，金融即服务）、AI赋能（AIaaS，AI即服务），甚至未来的RaaS（机器人即服务）。无论是数据中台还是业务中台，中台都是产业共同体的基础设施，是产业路由器完成实时连接、智能配对和深挖价值洼地的标配。 SaaS是盈利较少的赛道。如果只做纯SaaS，企业可能会没有理想估值，甚至没有活路，所以要变成XaaS（一切皆服务）核心业务的赋能。 我们看几个案例：案例1：7-11 5年前，我在为《零售的本质》一书写序的过程中，研究了7-11的损益表，发现这家公司8000名员工创造了近100亿净利润，人效120万。这家公司上一个财年的毛利率居然超过了92%。 7-11的损益表根本不是一家传统零售商的损益表，而是类似于经典的平台经济损益表，在这家零售公司产生了互联网效应。这是为什么呢？ 这个背后是真正的产业共同体。7-11通过产业路由器连接了2万个夫妻老婆店、178个工厂和140个物流中心，每8个小时将2万个夫妻老婆店碎片的订单汇聚起来，形成规模采购能力，就近的工厂开始生产，然后每8个小时交给城市共同配送的物流中心配送到每一个门店。 7-11团结了一切可以团结的产业链力量，在这个力量下创造了8个小时全产业链的快反能力。以需求驱动的全产业链的快反能力，造就了今天7-11巨大的经济体。 这个过程中，它们打造了没有收费站（不收差价、不赚交易费、不赚通道费、不赚广告费）的产业高速公路。它们打造了整个产业链最深的价值洼地，把大量的碎片存量连接在了一起。 它们跟每一个小店的老板说你拿57%，我平台拿43%。每个小店加盟前销售额只有1-2万，现在能做到4万，毛利率从20%提升到31.6%，90%的小店都能获得5倍左右的毛利润增长，供给端的工厂订单和物流生意有的能获得10倍以上的增长。 7-11打造的便利店共同体，形成了牢不可破的利益共同体和命运共同体。所有的参与方一起达成分钱的共识，一起来共建共同体，一起来共享大量闲置的资产，最终会形成共生的这么一个能力。 案例2：艾佳生活艾佳生活从每一个房地产公司样板房的流量入口切入，进军家装市场。4年时间，艾佳生活直接从2000万成长为300亿规模的产业共同体体。案例3：大搜车2018年，大搜车的二手车GMV已经突破了3500亿。 大搜车首先帮助10多万二手车店的老板，将每天收到的二手车通过SaaS服务数字化，建立数字资产池，每辆车都有一个数字货票。 比如张老板的小店，今天收了一部宝马，根据就近原则，它就把这部宝马的货票（好比探探平台）同步发布到方圆100公里或300公里的另外90个老板，也许有5个老板喜欢了，最后有一个老板帮助卖出去了。这样方圆300公里共享了这个数字资产，卖家和买家迅速完成了快速配对。这样一来，在300公里内的所有库存就变成了一盘货，整个交易周期，从行业平均的60天缩短到20天。 案例4：贝壳找房贝壳找房，从2018年2月开始到现在，它已经建立了2万亿GMV规模的居住服务产业共同体。 从链家到贝壳找房，链家走出了传统的自营模式，打造了一个居住服务的产业共同体。左晖先生创办的链家，从1家店发展到8000多家店，花了18年；但贝壳在短短一年半的时间里，合作门店数量就接近了3万家。 经纪人的核心在于，看谁能给它带来价值，让自己做的时间更长。贝壳找房为双边参与方提供了大量的赋能工作，从数字基础设施赋能、产品赋能和经营赋能三个方面，贝壳找房费尽了心思。 贝壳找房先从二手房的产业路由器建设开始，类似大搜车的市场结构，把单边市场变成了双边市场，通过共享客源和共享房源，提升了整个行业效率。 通过贝壳找房交易的房屋，平均每10单交易有7单是跨店成交，其中一单交易最多由13个经纪人合作完成。 在贝壳找房平台上，2019年6月相比1月，贝壳平台上所有入驻新经纪品牌（除链家外）平均人效增长32%，平均店效增长76%。即使是基础数值很高的链家，也持续受益于ACN合作网络（经纪人合作网络）扩大，平均人效增长了18%，平均店效增长53%。 案例5：小米小米针对2.9亿人群的工科男打造了家居新生活的共同体。小米通过把闲置的用户资产共享出来，跟500多家产品公司连接在一起，小米走出了只有手机产品的困境。 案例6：汇通达在广阔的农村市场，汇通达团结了12万多个乡镇小店，每家的空调生意可能都很少，但12万个老板的碎片需求汇聚起来，就可能有三十万台，然后直接对接200多个品牌在各地的闲置库存和500多个区域分销商大量闲置的下乡运力。2018年，它们创造了三千亿的市场规模，接下来它们还会把这个规模扩大。 案例7：兴盛优选兴盛优选进入社区团购不到18个月，兴盛优选的月GMV已经达到10亿元，门店拓展超过10万家，每天有200万个订单诞生。 兴盛优选在今年5月拿到了腾讯领投的1亿美元B轮融资，最近还拿到KKR的7000万美元。在一年半前，它的O2O团队就剩下三个人，它们在18个月里是怎么突然想明白这个问题的？ 其实和毛主席经常讲的一样，我们要把敌人打得少少的，把朋友做得多多的。在每一个店里面，兴盛优选把社区店的店长直接改造成为团长，有10万个社区小店的店长被它团结起来。 目前，每个月还有2万个小店主加盟到这个平台上。当你到小店打一瓶酱油或买一包烟时，老板会积极通过一个二维码，把你拉到他的微信群里去，你也会乐意加入，因为这个群的小程序，每天提供80-100个SKU（库存进出计量单位），而且性价比很高。 每个团长和小区的户主都是一个弱关系，但有稳定的流量池和长期信任的社区关系。所以兴盛优选解决了社区团购企业把宝妈作为团长这种不稳定的流量模型的问题，因为朋友圈更多是用来点赞和聊天，经不住长期拿来做生意。日本7-11、汇通达、大搜车、艾佳生活、贝壳找房、兴盛优选等打破实体经济体和电商经济体的增长逻辑，不再是开又一个新店，而是结束单打独斗，团结一切可以团结的产业力量，打造出各自产业的共同体。 我们认为所有共同体，从共识到共建到共享到共生，形成一个人人参与、人人获益的产业大坝，大家一起活下来，一起壮大，这是产业共同体带来的一个新的未来。四、用户资本主义+X：第三次生产关系革命接下来，该如何运行产业共同体呢？ 如果说AI是继蒸汽机、电气之后的第三次生产力革命，区块链则带来了极大的制度红利，它带来了第三次生产关系的革命，从股权到期权再到币权制度，我将它称之为“用户资本主义”。 这种消费即挖矿、社交即挖矿、交易即挖矿的区块链思想，它带来的是用户如何成为股东的新模型。 在这个新的制度当中，币权制度（给所有用户分钱的制度）可能会成为下一个100年最伟大的新经济制度。 1.资本主义1.0时代：资金资本 1602年，荷兰东印度公司成立了人类第一家股份制企业，股权制度诞生了，它是所有资本家分钱的制度。 2.资本主义2.0时代：人才资本到了硅谷时期，企业员工每年高达40%~50%的流失，从而衍生了员工的期权制，即“因为你是人才，公司可以给你10%的股份”。这种让员工公平分钱的制度——期权制度，我们称之为资本主义2.0时代。它奉行的价值观是人才资本：人才是价值最大的创造者。 3.资本主义3.0时代：用户资本 很多企业每年都会把收入的30～60%用于销售费用、营销费用。但是，千辛万苦发展来的老客户却很快流失了，特别是低频交易的行业半年流失50%，一年之后流失90%。 要留住客户，为什么不能如对员工发期权那样留住他们？于是，币权制度诞生了。它类似于是给用户发期权的新制度，是一种基于区块链思想和账本让所有用户一起公平分钱的新制度，这就是用户资本主义。 要将几千万（甚至几亿）用户在工商管理局注册，目前没有一个国家能够支持。但作为数字经济体，我们可以建立区块链的账本或类区块链账本，把几千万、几亿的用户注册进来。 数权是人类继人权、物权之后的第三大权利。用户资产包括用户的时间资产、社交资产和消费资产。 如何为用户分钱呢？用户创造的大量数权和用户资产是用户分钱的依据，我们可以引入区块链的token（通证），通证在我们的数字经济体发挥了记账、定价、激励、裂变、留客和增长等6大价值。 比如，今日头条极速版和趣头条的金币、享物说的小红花等等，记录用户在我们这个经济体的贡献。 现在有很多新媒体平台，用户看新闻、看短视频，赚5个金币，这是平台奖励给用户相应的时间资产金币；拉一个新客户赚1000个金币，写一个评论赚200个金币，发一个朋友圈赚100个金币，这是平台奖励给用户的社交资产金币。 总之，用户在平台中做的每一件事情都会得到平台不同程度的金币奖励。这些用户并不需要占用投资人在工商管理局注册的股份，但是企业愿意将自己销售费用的30-50%或平台收入的30-50%，分给所有持有金币的用户，金币就是用户的期权，它将短激励变成了长期激励。 想要提升用户留存率，我们要从短激励变为长激励，从交易关系到股东关系。 世界只有美元、比特币或Libra天平币的想法是痴人说梦，因为它违背了世界已经进入到多元化共同体的新格局。 可以预期，每个主权国家发行法币数字货币，将是众人期待的；每个非主权的数字移民共和国，也将引入用户资产资本化的币权制度，发行记录用户贡献和分红权的数字通证；每个产业共同体的数字货币，不像欧盟的欧元，只是简单的地缘经济体的物理货币，而是承载完成产业共同体内部各参与方交易、结算、物流、金融等的重要支付和结算工具。所有经济体的第一性原理就是解决股东、员工、用户等所有参与方如何一起公平分钱的问题。当明白这个问题之后，就会发现这个世界帮你的人越来越多。即使企业已经有10万名员工，也可以再发动1000万人、1亿人来帮助我们。 所以，当7-11的900多亿毛利诞生时，小店均摊其中的57%，平台享有剩下的43%。这就解决了企业过去与上中下游及用户（从产业链的上游、中游、下游、KOL、KOC、消费者都是企业的用户，只不过有的角色是超级用户）的分钱问题。币权制度让短期激励所带来的价格敏感性流量、交易关系变成了一个长期的股东关系，这种新的币权制度可以将我们带到很远的地方。 五、重构万亿产业共同体：打好两场仗下一个十年，我们认为所有行业，皆可用产业路由器重构一次。这样的共享体系，使企业之间迅速建立了交易路由器、交付或履约路由器、金融路由器，打造了产业共同体生态，而不仅局限于一家单纯的电商平台。 1.打好第一仗：存量战争 我们要打一场存量战争，而不是增量战争。 最大的闲置资产其实是客户资产，因为很多时候交易一结束，价值就归零了。 世界上还有哪些场景的流量池的存量没人收割呢？ 今天我们看到在BAT、TMD、PKQ和小红书这十大线上流量池，特别是抖音、快手腰部和尾部流量，还有线下大卖场、购物中心、社区小店，有大量的没有收割的流量池。 ① 左手私域化，右手公有化 因此，我们左手要抓好大流量池的私域化，而右手就要抓好碎片流量池、社交流量池的公有化，把大量闲置的用户流量共享起来，建立分布式流量池。 小程序就是最好的转化工具，今天抖音、快手有很多腰部或者尾部的流量，我们可以接过来，成为自己的私域流量。 兴盛优选的逻辑就是这样，一个社区每天总有20个人会下订单，当10万个社区连接起来的时候，它每天能够产生200万张订单，这时候一切就发生了翻天覆地的变化。 打造数字移民共和国，有一个新的规则非常重要——爱因斯坦法则。 今天能实现指数级增长，背后都是来源于爱因斯坦法则：Earn盈利=Merchandise商品*Customer顾客²。 只有那些有温度、高性价比、匠心精神的服务和产品才能真正创造顾客的效益。 ② 公业务和母业务 通过公业务与母业务把用户带动起来，公业务实现流量垄断，母业务实现利润垄断公业务的特征是高频、刚需、海量。下面举几个案例：案例1：滴滴滴滴在2012年9月，先从出租车这个公业务切入，做免费的配对和连接。不到2年，滴滴一下拉来100万司机和1亿用户，所以当它2014年8月杀入专车市场后，不到一个月就超越了2010年就开始创业的易到用车。 这就是先做公业务聚集流量，形成流量池和一定垄断，然后通过母业务群（专车、快车、顺风车）等进行陆续变现。这就是滴滴为什么打败了易到用车的原因。 案例2：汇通达汇通达的公业务，2010年从家电切入，按照经营“人”的逻辑，它把中国11万个乡镇的小老板团结起来，并且拥有了1亿的农民会员。这1亿的农民会员，买完家电也是一样的，交易一结束，用户资产价值为零。 反正闲着也是闲着，我们为什么不可以把他们拿去共享？按照经营“人”的逻辑，汇通达注意到农民会员每年有200-300万人可能要盖乡村别墅，那我就可以把建材老板团结起来卖建材；注意到农民也要买收割机、农用车，汇通达也开始卖这些。所以今天汇通达就变成一个3000亿GMV规模的超级物种，它的净利润也突破了3个亿。企业想要将流量利用好，公业务和母业务起了重要作用。公业务形成流量垄断，母业务形成利润区，呈现倒T字型，而不是T字型。 2.打好第二仗：效率战争 价格战争永远不是企业的最终出路，效率战争是新供给2.0最重要的事情，考验的是“快反能力”。7-11每8小时，通过产业路由器，完成供需的配对。生产、配送、售卖，一日三产，一日三配。兴盛优选的订单也能和京东一样做到一日两配。 除此之外，还要做好消灭产业链一切浪费的可能。如今，虽然中国的GDP即将成为第一，但是其中物流费用超过14%，超过了13万亿。全社会物流如同数亿条细水管在流动，每个品牌都有自己独立的运输通道，层层压货，层层压资金，全链路资金超过20万亿，库存60～200天，运输次数4-7次不等。 我们可以引入ABT数字货票体系，将资产token化，从线性分销到三个高速缓存仓，消灭库存危机，势在必行。 第一个高速缓存仓：产区枢纽 在中国的每个产业集群带，我们可以建立一个全品类的产区枢纽共享仓，直接干线运输到分布在全国各地的销区枢纽，2天到达。这种规模的枢纽我们可以在中国建立5个。第二个高速缓存仓：销区枢纽 每5000万人口都市圈，建立1个销区枢纽，这是中频品类的销区枢纽共享仓，销区枢纽到达任何一个零售终端或电商的前置仓，1天达到。这种规模的枢纽我们可以在中国建立22个。 第三个高速缓存仓：终端小枢纽 在最后1km到10km，我们可以团结10万个零售终端，把它们改造成高频产品的共享仓，无论b2c、b2f、社区团购，还是b2b门店间调拨，订单都能保证30分钟甚至2个小时能到达。总之，通过数字货票体系和三级高速缓存仓，我们可以建立需求驱动的3天-5天的产业链履约能力。 六、结语全球化的下一个新鼓点是产业共同体，从地缘经济体到产业共同体，这是产业互联网带给我们最大的红利。实体经济体和互联网从对抗到和解，从物理反应到化学反应，从物理枢纽到数字枢纽，从古典经济体到数字经济体，这是产业共同体在ABCD+X新技术赋能产业后的最大成果。企业家和政治家们需要并肩站在全球化的高山上，更需要有人类的悲悯之心。眺望未来，超越国界线、超越地缘政治、超越产业链超级节点的垄断、团结一切可以团结的全球力量，重构每一个万亿级别但又是碎片化的市场。可以预期，1000亿、1万亿、甚至10万亿规模的产业共同体，将是未来所有产业链参与方的新生存方式。当下，我们思考未来世界的时候，可能出现一个平行宇宙，每一个按照主权国家运行企业股份制的古典经济体，将镜像为按照数字移民共和国币权制度运行的数字经济体。 可以大胆想象，在未来“一带一路”的经济体里，会不会发行一个丝绸币？建立一个零关税区域？这一切是值得想象的。 产业路由器+X是产业互联网的抓手，是重构万亿产业共同体的枢纽。这些分布在全球和各自国家的产业枢纽（金融枢纽、物流枢纽、交易枢纽），不仅将加速各国地区经济的一体化进程，也必将加速欧洲、美洲、亚洲和非洲等各个大陆架经济体的一体化进程。 万川归海，随着太平洋、印度洋和大西洋经济体的融合，东西方文明，犹如涓涓细流冲击着陈旧的海坝，看似若干条不同的河流平行线，还是会绕过千山万水，归入人类大同的海洋，人类命运共同体时代正在到来。 未来，所有的行业都值得用“用户资本主义+产业路由器+X”重新再做一遍。我们将从共识到共建到共享到共生。我们左手要抓好流量池，右手要消灭产业链的一切浪费。 未来已来，只是尚未流行。当你有产业共同体的思维、用户资本主义的思维时，从一个软件公司变成一个产业公司的时候，你就可能成为下一个BAT、TMD。 最后用梭罗《瓦尔登湖》的一句话与大家共享：“为何有些人步伐与众不同？那是因为他们听见了远方的鼓声。” 文：颜艳春主播：晴天
On this episode of The Motivational Intelligence Podcast, Dave Naylor and Sean Johnson interview a very special guest: Marc Hebner. As VP of Sales for NEC's US, Latin America and Canadian channel operations, Marc is responsible for the Enterprise Technology Unit sales. This includes more than 600 Solutions Integrators covering all UC, Contact Center, IT Platform, XaaS, and Smart Enterprise solutions sold through the channel as well as, having responsibility for the success of ETU's Direct sales organization. Marc is a 14 year veteran of NEC and has held various positions during his tenure including; NEC Financial Services Regional Sales Manager, ETU Business Development, Vertical Practice Specialist, Enterprise East Sales Director and now, VP of Sales. Marc is a highly energetic and motivated leader focused on executing with excellence on ETU's transformation to help build the "NEC of the future" leveraging the "NEC as a Service and Smart Workspace" framework. Show Notes 00:00:39- Introduction 00:01:33- Marc's Childhood and Upbringing 00:05:20- Marc's Mother's Amazing Journey 00:11:47- Marc's Role Models and Mentors 00:13:51- Learning What Not To Do 00:17:49- Being Vulnerable For Your Team 00:20:34- The College Years 00:24:44- The Early Days Of Sales 00:28:07- Changing Career Paths 00:29:50- Small Wins 00:32:49- First Leadership Role 00:36:01- Shifting Mindsets 00:42:19- The Perfect Fit 00:44:10- Keeping Things Positive 00:46:17- NEC 00:48:25- Coaching & Opening Up Minds 00:52:19- Innovation and The Startup Mentality 01:01:22- Seeing Results 01:06:45- Making Difficult But Right Decisions 01:12:14- The Four Boxes 01:14:13- Marc's Advice to His Younger Self 01:15:33- Conclusion
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